Are you answering the wrong sales questions?

Asked and Answered – practically an instinct. Someone asks us a question, so we answer it. In sales, this could be hurting you. Now – what the heck am I talking about. Let me illustrate I have a MacBook Air – that super thin laptop from Apple. People see me use it when I give…

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Sales Management Metrics: Qualifying and Needs Analysis

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 4 –…

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Will your sales candidate manage their pipeline? Here is how to find out.

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 2 –…

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Needs Analysis – Do it poorly and pay the price!

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 2 –…

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Would you rather be right or successful?

“Sometimes you have to choose between being right and being successful” I heard that expression years ago, and have referred to it many times since then. It made a lot of sense for me early in my sales career.  At the time, I took it to mean that it makes more sense to win a…

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The shoemakers children could have had shoes, if only….

I wrote a blog post last week about dumb things that otherwise smart people do or say. The conclusion of the post was that there is always something to learn in order to improve, and it is foolish to think otherwise, or to avoid efforts for self-improvement because of this misconception. To make the point,…

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Where is the spotlight? If it is on you, you are not selling!

I was sitting in the best burrito place in Budapest one afternoon. At a table near me, I couldn’t help but overhear a conversation in English, My Hungarian is still pretty weak, so the familiar language caught my attention. In this conversation, an older guy in a business suit was sitting with a young, fresh…

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How the competition can make you hurt yourself

I was recently involved in a negotiation on behalf of the holder of intellectual property and a small (relative to industry average) potential contract manufacturing partner. After only a very short set of preliminary meetings, the contract manufacturer sent us an unsolicited, highly detailed proposal for a partnership. This was the smallest mistake they made,…

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Does Social Media Marketing Work?

In my blog post last week I wrote about questions. I’d like to continue that theme, but from a slightly different angle. In the last year or so, I have seen a similar question come up again and again in the Question and Answer forum on LinkedIn: Do social media venues such as LinkedIn /…

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Asking the right questions

I love my iPhone. Since it is a mobile device, I use it out of the house and office a lot. Hardly a week goes by without someone seeing me use it and asking me the wrong question: “Is that a good phone?” Why is this the wrong question? Good is a matter of perspective.…

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